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Inexperienced Negotiators

Often lose out when they should win, achieve little when they should achieve a lot or leave the negotiating table with a feeling of defeat rather than a glow of triumph. Here are four classic negotiating traps they fall into... and ways they can overcome them.

By |2009-04-01T13:59:19+00:00April 1, 2009|Contract Management|0 Comments

Post Award Debriefs

In my practice as an independent proposal consultant, I’ve been amazed and dismayed at the performance of many of my customers when it comes to the constructive use of post-award debriefs. Generally, the Government is required to give a meaningful de-brief to the bidders in a competition.

By |2009-04-01T13:53:22+00:00April 1, 2009|Contract Management|0 Comments

Performance Based Service Contracting (PBSC): It’s All About Performance

The implementation of Performance-Based Service Contracting (PBSC) contracting has been the most significant development in federal programs during the 21st century.  This new paradigm aims to advance the industry forward through a revolutionary approach - focusing not on how to do the program but instead on what results the program must achieve. 

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